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7.
• Even with a perfect sales process or big sales
team, if your lead gen is crummy, you’ll struggle
• With great leads, you can get everything else
wrong & still do well
• There are 3 types of leads
Lead Gen is Your “Big Lever”

30.
Why Salespeople Should Not Prospect
• They aren’t any good at it
• They don’t like it
• It’s not repeatable
Google “Why Salespeople Shouldn’t Prospect” and
send search results to any skeptics (e.g. investors).